Specialist, Account Manager (LTV/ Sify)

Ciena is committed to our people-first philosophy. Our teams enjoy a culture focused on prioritizing a personalized and flexible work environment that empowers an individual’s passions, growth, wellbeing and belonging. We’re a technology company that leads with our humanity—driving our business priorities alongside meaningful social, community, and societal impact.

This individual will work closely with the Account Leader, Pre-sales Engineering team, Operations teams and global support teams including product Line Management in developing and implementing comprehensive sales development strategies to ensure rapid and significant growth of revenue for the short and long term for the respective of the account.

Position requires an individual with strong techno-commercial capabilities, account strategy abilities, large system sales background, and a proven track record in winning deals within complex organizations. Individual must be highly motivated, have strong interpersonal skills. Person must be a strong team player able to influence supporters across multiple organizations.

The Must Haves:

• Proven ability to identify, understand, and manage relationships and decision-making processes across complex organizations
• Experience in identifying and closing million-dollar deals, including positioning solutions, developing comprehensive pricing and commercial strategies, and negotiating contracts.
• Sound technical background in Telecom industry esp. within Optical., Routing/ Switching
• Excellent presentation and communication skills
• Keen awareness of market intelligence with respect to competitors
• Support targeted account and regional sales efforts
• Establish a keen understanding of the customer’s business model – including deep knowledge of customer sales and marketing priorities and requirements.
• Work with wider CIENA team, including executive team, product marketing, product line management, and sales operations to achieve sales and revenue objectives.
• Drive direct sales activities requiring product presentations at all levels of Ciena and client organization. Develop thorough understanding of the Ciena product line, features and solutions
• Identify customers' business objectives and leverage them to drive buying criteria
• Drive responses to RFPs, RFIs and quotes.
• Define, analyze, and communicate specific feature requirements to global teams.
• Solution sales experience would be a pref.
• Proactive self-starter who takes full ownership of responsibilities, while engaging senior management when strategic input or escalation is needed.
• Demonstrated ability to operate in a matrix organization

Education / Experience

• 4-year degree (Technical or Business). MBA will be an added advantage for this role.
• 7-13 years of Sales (Solutions Sales in B2B Environment), system engineering, product management or combination
• Strong gravitas and presence
• Highly motivated, a self-starter
• Ability to think strategically about new business opportunities.
• Ability to work and operate within a matrix organization
• History of successful service change/delivery sales engagements
• Ability to influence internal and external stakeholders in driving Ciena Consultative engagements

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At Ciena, we are committed to building and fostering an environment in which our employees feel respected, valued, and heard.  Ciena values the diversity of its workforce and respects its employees as individuals. We do not tolerate any form of discrimination.

Ciena is an Equal Opportunity Employer, including disability and protected veteran status.

If contacted in relation to a job opportunity, please advise Ciena of any accommodation measures you may require.